Channel Partner Manager | Public Sector

ABOUT RAMP At Ramp, we’re rethinking how modern finance teams function in the age of AI. We believe AI isn’t just the next big wave. It’s the new foundation for how business gets done.

We’re investing in that future — and in the people bold enough to build it. Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent.

More than 50,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $10B and 27.5M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $100 billion in purchases each year. Ramp’s investors include Lightspeed Venture Partners, Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, Redpoint, and ICONIQ, as well as over 100 angel investors who were founders or executives of leading companies.

The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart. Ramp has been named to Fast Company’s Most Innovative Companies https://www.fastcompany.com/91038883/ramp-most-innovative-companies-2024 list and LinkedIn’s Top U.S. Startups https://www.linkedin.com/pulse/linkedin-top-startups-2024-50-us-companies-rise-linkedin-news-hxote/?trackingId=uBI29YlAOxikbTI7cdvG4g%3D%3D for more than 3 years, as well as the Forbes Cloud 100 https://www.forbes.com/sites/richardnieva/2024/08/06/ramp-cloud-100/, CNBC Disruptor 50 https://www.cnbc.com/2024/05/14/ramp-cnbc-disruptor-50.html, and TIME Magazine’s 100 Most Influential Companies https://time.com/collection/time100-companies-2023/6285147/ramp/.

ABOUT THE ROLE Ramp’s Public Sector Channel is building a distribution flywheel where state, local, education, and federal entities view Ramp as the go-to corporate card and expense management provider for government organizations at scale. As an early partner manager on the Public Sector channel team, you’ll have the opportunity to build and scale our practice areas, distributing Ramp through government resellers, cooperative purchasing agreements, and strategic partners. We are looking for candidates with a proven track record of selling into the public sector, building strong reseller partnerships, and navigating the unique procurement and compliance requirements in SLED, with federal experience as a plus.

You will be expected to sign and activate new government resellers, work cross-functionally to navigate legal and contractual processes (e.g., OMNIA, NASPO, Carahsoft), and ensure successful partner activation and quota attainment. WHAT YOU'LL DO - Sign public sector partners and create comprehensive GTM plans - Drive revenue for Ramp by generating client referrals from public sector resellers and cooperative contracts - Identify and build relationships with multiple stakeholders across government agencies and reseller organizations - Educate public sector partners and agencies on Ramp’s offering and articulate value props tailored to SLED and federal - Work cross-functionally across legal, compliance, marketing, direct sales, and product to support partner enablement and activation - Navigate cooperative purchasing agreements (e.g., OMNIA, NASPO, Carahsoft) to accelerate Ramp adoption - Consistently achieve or exceed quota through partner-driven referrals and sales WHAT YOU NEED - Minimum 5 years of experience in Sales, Business Development, or Channel Partnerships, with at least 3 years focused on the public sector (SLED, federal preferred) - Strong discovery and consultative selling skills in government procurement environments - Demonstrated success in selling through public sector resellers, integrators, and cooperative agreements - Experience negotiating and executing partnership agreements, including working through legal documentation and compliance processes - History as a top performer, consistently exceeding quotas - Excellent written and verbal communication skills; ability to navigate complex stakeholder groups in public sector environments - Bias for action and ability to thrive in a fast-paced startup environment - Strong cross-functional collaborator who can engage with legal, compliance, product, and go-to-market teams NICE TO HAVES - Direct experience working with OMNIA, NASPO, Carahsoft, or other cooperative agreements - Experience selling SaaS or fintech solutions to state, local, and education agencies - Federal sector exposure, in addition to SLED expertise BENEFITS (FOR U.S.-BASED FULL-TIME EMPLOYEES) - 100% medical, dental & vision insurance coverage for you - Partially covered for your dependents - One Medical annual membership - 401k (including employer match on contributions made while employed by Ramp) - Flexible PTO - Fertility HRA (up to $10,000 per year) - Parental Leave - Pet insurance - Centralized home-office equipment ordering for all employees - Health and Wellness stipend - In-office perks: lunch, snacks, drinks, and more - Budget for intra-office travel - Relocation support to NYC or SF (as needed) REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf. OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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